Deltek Sr. Analyst Jeff Webster reports.
With public safety IT spending estimated to reach $4.6 billion in 2015; state governors outlining $1.3 billion in public safety IT initiatives for FY 2012; and more than 1,130 active public safety opportunities in the Deltek database, vendors hoping to capitalize on this market must act today in order to set the stage for contracts tomorrow. To do this, they must know a few things about the public safety market. Below are three items all vendors must understand to be successful in winning government business.
- Market size – The public safety market is vastly different than the health care, social services, and general government markets Deltek reports on. It differs in its size and scope, but also in its procurement and funding methods. While other markets are state-focused, public safety is very much a local market. Vendors do not tend to make their yearly revenue goals by securing one statewide contract. Instead, vendors have to sell to a wide range of governments, from unincorporated towns to large metropolitan counties. Therefore, having a sales team that branches out beyond typical government contracting boundaries is crucial. This market is seen as a three-tier system based on population. Sales teams need to identify the proper tier in which they fit and excel in that space.
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